Drawing upon the philosophical and technical frameworks of discourse analysis, this paper suggests the rules governing linguistic choices in constructing negotiation. First, it clarifies the philosophical assumptions underlying different approaches to analysis, specifying a conceptual focus, particularly with regard to the situation and the…

Noting that recent research and theory from the expanding field of psychobiology have not been integrated into the study of human communication, this paper offers a synthesis of principles from several leading psychobiological scientists as a step toward a possible unifying approach to communication philosophy, theory, and research. The paper…

To explore the impact of the environment on perceptions of compliance gaining situations, 97 university students were asked to recall and describe situations in which they had had to persuade someone to do something. Their descriptions of compliance gaining situations were then evaluated for similarity by three additional groups of students. The…